When you cut a melon, your friends will come with eager mouths and sit under your shade tree and help you eat it. Few of these friends would respond to your call for help when you were working in the hot sun raising that melon.
Many people accept the dividends and benefits of friendship but give you a cold shoulder when called upon for assessments of friendship.
The world is full of young men whose objective is snaps. They are looking all the time for what they can get and not what they can give.
To forge ahead, you must give value received. You can't draw out all the time.
The employee must do what he is paid to do and "then some," for it is this "then some" or plus that gets your salary raised.
The employer and employee must realize that each must make profit. It is because there are so many ingrates and so many four flushers that so few succeed.
This book will be welcomed by those who are square, ambitious and patient. It is not theory. It is not preaching. These chapters will be old friends to you, and you may read a few minutes or a few hours. You may read and re-read as often as you wish, for you will always find some new truth impressed on you every time you read.
Keep this book, carry it with you, and you will be benefitted.
Worry and fear will fade and peace and courage will grow within you the more you study these pages.
The writer has "been at it" for 32 years. He has had successes, failures, joys, sorrows, and experienced the passions, the problems, the difficulties you have experienced.
Since the age of ten years he has been upon his own resources and the 32 years since then have been years of study, working and playing, all blended into a happy life.
The jolts, setbacks, sorrows, worries, fears and discouragements are the things which made him strong. They were experiences.
Smooth sailing doesn't bring out the stuff one is made of. It takes shadows to make sunlight appreciated.
It takes reverses to make success. It takes hard knocks to polish you. This is a book of experiences, not one of theories.
There is no attempt to make this a literary effort. All the writer hopes for or cares to do is to truthfully state facts and experiences in plain language. Study the thought rather than the expression.
It is Sense the writer wants to express rather than nonsense.
The writer is happy to say that the previous editions sold rapidly and his friends not only read, but pass the word along.
The way to get happiness is to make others happy and the present of one of these books to a friend or employee is a quick way to get happiness.
Let us go along together and consider some of the problems which we all have to face in our business as well as our social life. A volume could be written on each chapter. But volumes are tiresome and herein you will find net values which are the result of boiling down.
So now we have the groundwork of this book. We understand each other. Simply take these truths for their evident worth. You won't agree with the writer in all things, of course not. If, however, you get one truth that will help you, then you have been repaid for reading this book and the writer has been repaid for writing it.
Look over the history of the thousands who have failed in business, and you will find in nearly every instance the failure was due to an inability to say ‘No’.
People come to us under various guises and ask us to do things which in our better judgment we had rather not do, and too many have not the backbone to say ‘No’.
We are led to invest in mining stocks and to embark in precarious enterprises because we cannot say ‘No’.
We endorse notes and go security for our friends, not because we want to but because we cannot say ‘No’.
There is a class of "good fellows" who are after us to join them in physical pleasures, the foregoing of which would be better for us physically, financially and mentally. Too many join them because they cannot say ‘No’.
It is rarely a man goes off deliberately and gets drunk. The lone drunk is usually the result of sorrow, sudden financial blow or a hard jolt of some sort.
The man who gets drunk generally does so because he cannot say No when bibulous friends press him to take a drink.
The ability to say No, to refrain from going with the crowd, to decline to go down stream is, more than any other one thing in this life, the mark of a strong character.
The one who can say No is going to succeed. Temporarily he may feel ashamed; he may find it hard to withstand the jibes and jeers and criticism of his friends for refusing to join them in things he should not do.
Our old friend—the law of compensation—comes in here, for in proportion as a man has the ability to say No, who has the courage of his convictions, whose duty is to his body and his family before the temptations that surround him, so in proportion as there are few such individuals these individuals stand out as marked successes.
The manager of one of the biggest breweries in the United States has not tasted liquor of any kind in the last twenty years. Surely this man shows his courage, for his action in face of his occupation is a supreme test of backbone and ability to say ‘No’.
The embezzler does not start out to do wrong. Some friends want to borrow money or someone needs financial aid temporarily, and, either at the request of friends or because the individual has something he wishes to purchase and has not the patience to wait, he borrows from the firm by means of "the ticket in the drawer" plan. He repeats the operation frequently until his conscience is dulled, and he gets the habit. Some day he wakes up to find he has several tickets in the drawer, and resorts to extreme measures, trying to beat the races, or to win money by gambling on stocks or grain.
One day he finds he is in a dickens of a fix. He sees no way out of it. He takes more money and skips out, only to be caught later on and made to suffer, and all this because he could not say No to temptation.
Learn to say ‘No’. Set your jaws firmly and say ‘No’. The friends who go back on you and criticize you for saying No to the things that are hurtful to you are unworthy of the name of friends, and you can very well get along without them.
Friends who ask you to do the things you should not do are the very ones who are of no service to you in time of need.
The individual who says ‘No’ regardless of the flings and taunts that are cast at him is the one who eventually makes a success.
Character counts above all things in the business world. The banker extends credit on character oftener than we imagine. The banker knows how to say ‘No’.
A man's credit and character are most important factors in business, and many a man without security has attained magnificent success through untiring energy, ability, character and courage enough to say ‘No’.
In proportion as you grow strong and unhesitating in saying No, the temptations and opportunities to say ‘Yes’ will lessen in number.
Exercise your back bone and your jaw bone, so you can say ‘No’ and stick to it.
No factor is so necessary in building up business as credit, and no factor is so necessary in building up credit as truth.
It is comparatively easy to start credit, but the art is to keep credit.
The young business man who says "I want no credit, I buy and sell for cash" makes a mistake. It is all right to pay promptly, but do not establish a spot cash payment basis, for later on, when you ask credit, your creditors will think something is wrong.
Establish a credit whether you need it or not. It is a good advertisement and a frequent help.
Be reasonably slow in paying your bills, but positively sure that you do pay them.
When you get a sharp or blunt letter asking for a settlement, go to your creditor face to face, set a date when you will make a payment and keep your agreement.
Don't be specific as to amount unless you are decidedly sure you can do it. Be specific as to date, however, and be there or have your check there on the date.
Suppose a man owes you $100 and you ask him for it and he says "Here are ten dollars on account, and on next Thursday I will make another payment, and as often as I can I will pay something until you are fully paid up." You don't get angry at that man when you see his intentions are good and he is doing his best.
So long as your creditor gets something every time he writes it keeps him good natured.
It is the man who breaks promises who gets hard usage from the creditors.
If you owe more than your present cash balance can liquidate, make a pro rata payment all around among your creditors. Write a good square letter saying nothing would please you more than to send a check in full, and that this payment is made as evidence of your willingness and intention to keep good faith.
Keep in touch personally with your creditors as far as possible. Talk to them of your plans and prospects. Always tell the truth. Have your account as a moral risk rather than as a Dun or Bradstreet risk.
There is sentiment in business. Creditors have hearts and they have good impulses. They appreciate friendship and especially gratitude. Don't believe a word of that great untruth "There is no sentiment in business."
Don't get angry when asked for money. Admit your slowness and tell your creditor that as an offset for your present slowness you have a good memory and a heart that appreciates, and some day your purchases will be much larger, and those who are your friends now will certainly get the benefit when the time comes that you do not require favours.
An honest, frank, heart to heart talk is most valuable. The credit man keeps the truthful man in mind and his account under his protecting wing. The credit man glories with you, and has a distinct interest in your success when it comes.
It often happens that the small bank or small manufacturer is the best place for the beginner to go for credit. You can get closer to the small growing creditor than you can to the big fellow who is independent.
The big bank is cold blooded. It insists upon security and collateral. Your account in a big bank is only an incidental detail, and the cashier is cold and distant and blunt.
The small bank, however, gives you more time and attention, is more interested in you and can remember you much better than the big bank.
Avoid bad associates. You can't play the races and give wine dinners and maintain strong confidence with your creditors.
You must be worthy of the confidence reposed in you. It is your duty and part of the contract to be reliable and truthful.
Every time a creditor gets out of sorts go to him and pay him something, and he will quiet down.
Be grateful. Don't be afraid to express yourself freely and frequently on this point.
When you are caught up and financially strong stick to those who stuck by you.
Remember, credit is based on confidence in the individual rather than in his bank account.
Don't get into nasty arguments or disputes. Give and take. Be fair. Be square. Keep your temper. Stoop to conquer. Cut out all thoughts of revenge.
When a house does not treat you right, curb your temper, and, as soon as you can, get in touch with some other good house. Tell the new house frankly why you changed.
Credit is a subsidy, and it stands the hustling business man in good stead.
Many men have started in business with a capital only of ability, hard work, honesty and good reputation.
The use or abuse of credit determines whether a man will rise or fall.
Keep your record clean, and if later you get on the shoals your past will stand you in good stead.
If you have been given to sharp practice or dishonesty, woe be unto you when you fall.
Remember these things carefully. Keep in personal touch with your creditors, keep your promises, pay on account when you cannot pay in full, hustle, be honest, keep good company, don't gamble, don't be a sport. If you practice these virtues, offers of aid will come to you rather than flee from you.
The average young man makes up his mind that at fifty or sixty years of age he will retire and take things easy for the rest of his days. The average young man makes a great mistake. It is far better to wear out than to rust out.
To the young man work is a drudge, a necessity to keep him alive. In middle age work is an accepted thing and we are used to it, and feel rather the better for having occupation.
In old age work is a necessity to keep the mind and body young.
There is scarcely a more miserable spectacle than the man of fifty or sixty who has retired with ample fortune. He loafs around the house. Goes from one club to another. Gets lonely. Feels blue.
He tries to kill time in the day looking forward to the meeting of his cronies in the evening. The cronies are busy in the day time and they have engagements and pleasures in the evening, so that our retired friend seems to be in the way.
He finds that the anticipation of retirement was a pleasure, and that the realization is a keen disappointment.
"There is nothing," says Carnegie, "absolutely nothing in money beyond a competence."
When one has enough money to buy things for the home, for his family comfort and enjoyment, when he has sufficient income to take care of himself and his family, surplus dollars do not mean much.
The business man should prepare for his future so that if ill health overtakes him he may have the where-with to surround himself with comforts, travel and the best of care.
The man who enjoys pleasures of the home and friends, who trains up young blood to take hold of the business, who travels and enjoys himself as he goes along has the right idea.
We must learn to enjoy life now instead of waiting for tomorrow, for tomorrow may never come.
The man who cashes in, puts his money in bonds and retires from all work goes downhill quickly, and feels he is of no use in the world.
The farmer who moves in town to live on his income is a sorry individual unless he has a garden and chickens, or buys and sells farms, or occupies his time with work of some kind.
The retired, non-working farmer who has moved to town gets up in the morning, goes to see the train come in, whittles a stick, loafs at the hotel or store, goes to the next train, talks of his rheumatism, goes to bed at eight o'clock, and the next day goes through the same rigmarole.
We have all seen these old codgers who have retired. They are not happy because they have quit their life's habit of work, and are rusting out.
Occupation is the plan of nature to keep man happy, so when you have all the money you need, have some occupation or hobby to occupy your time.
The man who retires from any active work is merely counting the days until he dies.
When old age comes and your body or brain won't let you do or care for as much as you could in your younger days, then get lighter work or lighter cares.
Keep busy if it is only raising chickens or gardening, or studying astronomy or botany.
Keep at it as long as you can. Die in the harness instead of fading slowly away.
Cultivate the reading habit in your younger days that it may be a pleasant occupation when your legs and hands grow feeble with age.
When you quit work or occupation of some sort then life has no beauty for you.
You can make your point clearer, you can talk with more force, you can impress and convince your customer better if you stand while he is seated.
Have you ever noticed that when you are seated and the other fellow is standing it puts you at a disadvantage? Try it some time.
Have you not noticed that if you are seated and your adversary is standing, when you get enthusiastic and wish to combat his argument, it is impossible for you to get in your best licks while you are seated? You involuntarily rise when you make your strong points and are full of your subject.
How far would a life insurance man or an advertising man get if he sat down and leaned back and relaxed while talking to you?
You will observe that the good solicitor declines with thanks your proffered chair. He stands up, he knows the value of standing.
By the relation between his standing and you sitting it makes him a positive and you a negative force. He forces—you receive.
How much would an orator impress his audience if he delivered his lecture in a sitting posture?
You cannot combat argument very well if you are sitting, nor can you convince others as well sitting as standing.
When you call on a customer carry a busy air with you. Stand up. Talk straight from the shoulder. Make your point and claims clear. Place your position or proposition definitely, forcefully and quickly before your customer. Make a good get-away when you have accomplished your purpose.
If you don't land him the first time, get away anyway. Let him see that your time is money, and that you appreciate that his time is money, too.
Don't visit. Gracefully and politely decline the chair that is offered; say that your limit of time and disinclination to trespass require your stay to be brief.
Stand. Keep busy and active. Get away quickly, and you will be welcome next time.
The short stayer is a welcome guest. He may not land his customers as quickly, but in the end he will land more customers, and hold them closer and retain them longer than the tedious, visiting, social bore who sits and sits and sits.
In closing a contract or settling a dispute it makes considerable difference whether you are in the other fellow's office or in your own.
The man in whose office the transaction takes place has the decided advantage.
If you have a disputed bill, or if you wish to make a contract for material or merchandise use every effort to get the other man in your office. When you go to another office you are on the aggressive, when another man comes to your office you are on the defensive.
It is great diplomacy to get the man you deal with to come to you instead of going to him. In proportion as you are diplomatic you will be able to benefit.
If you meet the other man in a club, hotel or a place outside of your office or the other man's office, then the vantage ground is even and neither has the best of it so far as location is concerned.
Starting from an even vantage ground the advantage shifts greatly one way or the other according to whether you go or the other man comes.
Railroad officials, bankers and great merchants realize the importance of having the vantage ground in their favour.
The merchant, for instance, has private rooms and regular office hours for his buyers, and he lets the manufacturers come to him.
Stop a moment and look over your own experience, and you will recall numerous instances where it has been to your advantage to close a deal in your own office.
There is nothing in what we have written in this series of talks that has less theory in it than this particular chapter.
There is no point we have made more surely proven by experience.
The army that attacks the enemy in the enemy's country has the odds against it, as all wars have proven. Men fight best at home on their own vantage ground.
Whether you are buying or selling try to close the deal in your own place of business.
If you have travellers on the road let it be part of their business and duty to invite and persuade customers to call at your place of business when they are in town.
A man without ambition had better content himself with learning a trade. A good mechanic is fairly sure of three dollars a day, and fifty-two weeks' employment in the year.
The mechanic does not have many worries. He does not have notes to meet at the bank. He does not have to face the ingratitude of employees and petty jealousies, for he has no employees working for him.
He lays down his tools when the bell rings and goes home to his family. His ambition is to have a good place to sleep, plenty to eat, money enough to buy clothing for his family and to send his children to school, and extra spending money enough over his fixed charges to allow him to take his family to the circus when it comes to town.
Ambition makes men strive to get ahead. Ambition cultivates taking chances.
Nearly every man is a gambler. Some of you will be shocked at this statement, yet upon careful analysis nearly every move a successful business man makes is a gamble. He is betting that he will take in more money than he lays out on a new plan. The man with ambition is a gambler. The man who learns a trade and does not strive to increase his earnings is not a gambler.
We pride ourselves on our ability to buy cheaply, because the cheaper we can buy the greater our earnings will be and the less our gamble.
Any man with two hands and ordinary health can earn a livelihood, but the ambitious man wants to make a name for himself and to make a success in business, so he works harder than he would do if his problem were only the obtaining of money enough to buy the things necessary for his existence.
The moment a man loses ambition, his progress, so far as business advancement is concerned, ceases.
Nearly every successful business today is successful because the proprietors, in the infancy of the business, were filled with ambition which made them work hard.
We are all familiar with the successful business man who loses his ambition. It is an absolute certainty that as soon as a man loses ambition his business falls off, unless he makes it an object to take care of the ambitious young men in his employ, so that they may keep up the pace of progress he established.